Are introverts better at partnership brokering? Exploring brokering skills across the introvert-extrovert continuum

Brouwer, J.H.


This article raises the question of whether it matters if a partnership broker is introverted or extroverted[1], [2]. A recent public discussion about Susan Cain’s book ‘Quiet: The power of introverts in a world that can’t stop talking’ has highlighted the importance of recognising one’s temperament in any professional field. I am applying this notion to the field of partnership brokers – is it indeed true that there is an expectation nowadays that brokers should be talkative extroverts? This article also explores the question of whether it makes sense to distinguish between extrovert and introvert brokers, as the personal assets they bring to the partnering process are very different. I will illustrate this by using examples from my own partnering practice. The article closes with some tips and recommendations, specifically for introverts but also useful to take into account by others who are involved in (designing) partnership brokering activities.